Next generation

business intelligence

for profitable hotel

distribution

Leverage intelligence from integrating fragmented pieces of information across the

organization to sell profitably

Dynamic industry

6/8/2015 © Copyright 2015. RezNext. All rights reserved. 2

Consumers search for

hotels in multiple ways

& on multiple devices

Multiple choices

Purchasing decision is

dynamic and based on

various factors

Deep dive analysis required

6/8/2015 © Copyright 2015. RezNext. All rights reserved. 3

Consumer

behaviour

Market

dynamics

Channel

Performance

Revenue

management

Booking

pattern

However today such business intelligence is limited

6/8/2015 © Copyright 2015. RezNext. All rights reserved. 4

Not a profitable

strategy

Competitor

pricing

Analysing only one

component will not be

efficient

Silos of information

6/8/2015 © Copyright 2015. RezNext. All rights reserved. 5

An individual

analysis of each

function does

not really show

the truth

Online booking boom India

6/8/2015 © Copyright 2015. RezNext. All rights reserved. 6

Market study by RezNext

6/8/2015 © Copyright 2015. RezNext. All rights reserved. 7

Forecasting revenue

6/8/2015 © Copyright 2015. RezNext. All rights reserved. 8

forecast revenue based

on market segment

base it on room type project

revenues depending

on their rate categories

mentioned

that they forecast

revenue based

on length of stay

22% 16% 14% 12%

Forecasting revenue

6/8/2015 © Copyright 2015. RezNext. All rights reserved. 9

do not use any substantial metric or

method to forecast revenue

12%

Looking at multiple areas / function

6/8/2015 © Copyright 2015. RezNext. All rights reserved. 10

forecast revenue

patterns based on multiple factors

23%

Arriving at the pricing strategy

6/8/2015 © Copyright 2015. RezNext. All rights reserved. 11

Discounted

pricing

45% hoteliers adopt

discounted pricing

to drive bookings to

their property.

Competitor

pricing

27% Base this purely

on competitor pricing.

Focus to move from revenue to profitability

6/8/2015 © Copyright 2015. RezNext. All rights reserved. 12

Revenue Profitability

Fragmented Integrated

Old market segmentation New market segmentation

Single source of truth

6/8/2015 © Copyright 2015. RezNext. All rights reserved. 13

Move from

fragmented pieces

of information

to unified data

intelligence

strategy

RezNext survey

6/8/2015 © Copyright 2015. RezNext. All rights reserved. 14

Revenue intelligence Channel performance

Marketing programs Distribution

strategy

55% Stated that

an integrated

analysis was

most important

Integrated analysis

Seamless flow and interaction between 4 main functions

6/8/2015 © Copyright 2015. RezNext. All rights reserved. 15

respondents mentioned that seamless flow of information between reputation, rate, marketing

and channel management functions was important and that this interaction had to be analysed

Reputation

management Marketing

Rate

programs

Channel

management

64%

Track your reputation

6/8/2015 © Copyright 2015. RezNext. All rights reserved. 16

Positive feedback to be

promoted

Feedback to be

worked on

Service is not positioned as a

differentiator. Seeks remedial

measures from room service

can offer the room type

at higher price

Can consider an increase in price

across the hotel offerings

Marketing function

6/8/2015 © Copyright 2015. RezNext. All rights reserved. 17

Reputation programs

Revenue management

Marketing program

Define market

segmentation

go to market strategy

High margin available

High market

penetration

Segment by

high price sale

High margin available

High market

penetration

Segment by

high price sale

Pricing/rate programs

6/8/2015 © Copyright 2015. RezNext. All rights reserved. 18

Marketing recommendations PRICING

Impact of discounts on

bottom line product velocity

Channel management

6/8/2015 © Copyright 2015. RezNext. All rights reserved. 19

Rate recommendation Channels 316

116

200

200

50

The industry needs next Gen BI that can provide a holistic view of operations with seamless flow of information

6/8/2015 © Copyright 2015. RezNext. All rights reserved. 20

Thank you www.reznext.com

info@reznext.com

6/8/2015 © Copyright 2015. RezNext. All rights reserved. 21